How Does Valley's Prospect Qualification and ICP Scoring Work?
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How Does Valley Score Prospects for ICP Fit?
Valley's ICP scoring uses natural language processing to evaluate prospects against your criteria. You describe your ICP in plain English: "We target VPs of Sales at Series B SaaS companies with 50-200 employees who are hiring SDRs and recently raised funding." Valley interprets this holistically, recognizing that similar but not exact matches might still qualify.
The scoring produces three categories: High fit (70+ score) meeting most criteria, Medium fit partially matching with some gaps, and Low fit failing multiple qualifications. Valley provides detailed reasoning for each score, explaining why prospects fall into each category. Users can delete all low-fit prospects with one click, focusing only on qualified outreach.
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What Criteria Can Valley Use for Prospect Qualification?
Valley's qualification criteria are infinitely flexible through natural language definition. Common criteria include job titles and seniority levels, company size by employees or revenue, industry and sub-industry classifications, geographic location, technology stack indicators, funding status and recent raises, hiring patterns and growth signals, and engagement with specific content types.
You can also specify negative criteria: "Exclude government agencies, educational institutions, and non-profits" or "No companies under 10 employees or over 5,000." Valley applies both positive and negative criteria to ensure precise targeting. The system even understands complex criteria like "must have either Series B funding OR $10M+ revenue."
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Can Valley Identify Buying Signals and Intent Indicators?
While Valley doesn't offer traditional third-party intent data, it excels at behavioral signal detection. Valley identifies profile viewers (direct interest signal), post engagers on relevant content, job changes and role transitions, funding events and expansion news, hiring sprees indicating growth, and technology changes suggesting new initiatives.
Valley's warm prospect features amplify intent detection. Someone viewing your profile while engaging with content about your solution area shows multiple intent signals. Valley automatically captures, scores, and messages these high-intent prospects. Users configure campaigns to prioritize specific signals: "Target product managers who've engaged with posts about PLG strategies in the last 30 days."
How Accurate Is Valley's "Delete Low ICP Fits" Feature?
Users report exceptional accuracy when properly configured. The key is specific, measurable ICP criteria rather than vague descriptions. Instead of "companies that would benefit from our solution," specify "B2B SaaS companies with 20-50 sales reps using Salesforce with average deal sizes above $10K."
Valley handles edge cases intelligently. If someone from a generally low-fit company shows high engagement signals, Valley might score them medium rather than low. This nuanced approach prevents mechanical exclusion of potentially valuable prospects while maintaining efficiency. Users consistently trust the system: "Valley tends to be very good at scoring prospects. I haven't run into situations where I missed anything."
Can Valley Qualify Prospects from Different Sources Consistently?
Valley applies identical qualification standards regardless of prospect source. Whether from Sales Navigator searches, CSV uploads, post engagements, or profile viewers, each prospect receives the same deep research and scoring. This consistency ensures predictable quality across all lead sources.
The qualification adapts to source context. Post engagers get scored based on engagement topic relevance plus standard criteria. Profile viewers receive boosted scores for demonstrating interest. CSV uploads might include pre-qualification data that Valley validates and enriches. This contextual intelligence ensures appropriate qualification while maintaining standards.
How Can Valley's Scoring Be Customized for Different Industries?
Valley's scoring system adapts infinitely through natural language configuration. Different industries require different criteria - a cybersecurity company might prioritize compliance requirements, while marketing agencies focus on content production signals. Valley understands these nuances through your ICP definition.
Create multiple products for different market segments, each with unique qualification criteria. A dev tools company might score for "uses Kubernetes" in one product and "has mobile app" in another. Valley applies appropriate scoring based on campaign configuration, enabling sophisticated multi-market strategies.
What Happens to Medium-Fit Prospects in Valley?
Medium-fit prospects require strategic decisions based on your resources and goals. Common scenarios include: right person at wrong-size company, right company but junior title, strong engagement despite weak firmographics, partial ICP match missing some criteria, or competitive accounts worth pursuing selectively.
Best practices vary: High-volume teams include medium fits with adjusted messaging, resource-constrained teams focus on high fits initially, agencies present medium fits for client review, and sophisticated users create separate campaigns with different approaches. Valley's flexibility allows optimization based on your specific situation.
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